| 000 -LEADER |
|---|
| fixed length control field |
01995nam a22003857a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
18762194 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20180426124758.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
180327b xxu||||| |||| 00| 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2015031607 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781138951235 (pbk) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781138951228 (hbk) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9781315668345 (ebk) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| Modifying agency |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Johnston, Mark W., |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Contemporary selling : |
| Remainder of title |
building relationships, creating value / |
| Statement of responsibility, etc. |
Mark W. Johnston and Greg W. Marshall. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Fifth Edition. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Routledge, Taylor & Francis Group, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2016]. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxi, 413 pages ; |
| Dimensions |
29 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 365 ## - TRADE PRICE |
|---|
| Price type code |
GBP |
| Price amount |
£68.72 |
| Currency code |
£ |
| Unit of pricing |
1 GBP = 86.4 INR |
| Price note |
1 GBP = 86.4 INR |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Revised edition of the authors' Contemporary selling, 2013. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Relationship marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Customer relations. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Marshall, Greg W. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Johnston, Mark W. |
| Title of a work |
Relationship selling. |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Monograph |
